Tulip Interfaces

• Build pipeline, develop accounts, and close deals from first conversation through contract and expansion • Run complex, multi-stakeholder sales cycles: Create champions, build executive alignment, and advance deals with precision • Partner with Sales Engineering, Channel Partners, and Customer Success to bring the right resources to each deal at the right time • Present Tulip's platform compellingly to audiences ranging from operations leaders to C-suite executives • Maintain a clean, accurate forecast and a consistent operating cadence with your manager • Represent the voice of your market internally, sharing what you're hearing from customers with Product, Marketing, and Leadership

• Partner with plant-level and corporate stakeholders (operators, engineers, IT, quality, operations leadership) to design, build, and deploy Tulip solutions on-site • Integrate Tulip with shop-floor systems including PLCs, MES, ERP, and quality systems, working with machine data, events, and production context • Deploy solutions into live production environments with minimal disruption, troubleshooting issues that span software, data, and operational workflows • Serve as the technical authority during customer deployments, advising on architecture, scalability, security, and reliability in regulated or high-availability environments • Lead complex implementations end-to-end, communicating clearly with both technical and operations stakeholders • Document solutions and share learnings across the FDE team and broader Tulip organization • Represent the voice of the customer to Product and Engineering, influencing roadmap and feature design • Help generalize customer-specific solutions into reusable product capabilities • Contribute to internal process development, best practices, and cross-team collaboration

Role Description This role is US Remote — Forward Deployed Engineers spend approximately 50% of their time on-site at customer facilities across North America. As a Forward Deployed Engineer (FDE), you work directly with manufacturers to design, build, and deploy solutions on Tulip's Frontline Operations Platform. You operate at the intersection of solution engineering, manufacturing operations, and customer outcomes, translating real shop-floor problems into scalable, production-ready solutions. You will embed with customers at their facility to rapidly implement applications, integrations, and workflows that improve quality, productivity, and traceability across manufacturing operations. Qualifications - 8+ years of experience in manufacturing, industrial software, or manufacturing-focused technology roles, with 4+ years in customer-facing or consulting capacities - Hands-on experience with Operations Technology — MES, ERP, quality, or production systems — including architecture and implementation - Proven ability to integrate shop-floor systems and devices (PLCs, machine data, production context) in manufacturing environments - Strong understanding of manufacturing workflows, quality, traceability, and operational constraints; able to walk a shop floor and identify improvement opportunities independently - Track record of leading complex technical initiatives end-to-end in ambiguous, customer-facing environments - Willingness to travel up to 50% to customer sites; BS in Engineering or equivalent experience Requirements - Customer-Embedded Solution Delivery - Partner with plant-level and corporate stakeholders (operators, engineers, IT, quality, operations leadership) to design, build, and deploy Tulip solutions on-site - Integrate Tulip with shop-floor systems including PLCs, MES, ERP, and quality systems, working with machine data, events, and production context - Deploy solutions into live production environments with minimal disruption, troubleshooting issues that span software, data, and operational workflows - Technical Leadership - Serve as the technical authority during customer deployments, advising on architecture, scalability, security, and reliability in regulated or high-availability environments - Lead complex implementations end-to-end, communicating clearly with both technical and operations stakeholders - Document solutions and share learnings across the FDE team and broader Tulip organization - Product & Platform Feedback - Represent the voice of the customer to Product and Engineering, influencing roadmap and feature design - Help generalize customer-specific solutions into reusable product capabilities - Contribute to internal process development, best practices, and cross-team collaboration Benefits - Direct impact on product and culture - Company equity - Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D, FSA, Commuter Benefits, Parental Leave, and 401(K) - Flexible work schedule and unlimited vacation policy - Virtual company events and happy hours - Fitness subsidies - Dog-friendly office

• Manage the entire indirect sales process through Tulip's ecosystem partners, including channel partners and strategic alliances • Develop and execute comprehensive Go-to-Market plans with key partners, including defining target verticals and joint value propositions • Support account executives and partners during co-selling from prospecting to close, including accurate pipeline forecasting • Enable partners to independently represent Tulip across the commercial cycle (pipeline generation, discovery, pre-sales, delivery, customer success, expansion, and renewals) • Identify and recruit new partners to fill geographic or technical gaps in the ecosystem • Leverage and collaborate with internal resources including Sales, Marketing, Sales Engineering, Product, and Customer teams

• Drive revenue growth by managing the full sales cycle, from prospecting to closing strategic deals within mid-market and enterprise accounts in targeted industries. • Develop and execute effective sales strategies to achieve and exceed quarterly and annual revenue targets. • Have a passion for technology and speak fluently about current trends related to SaaS, PaaS, IoT, and cloud solutions. • Accurately forecast sales pipeline and maintain meticulous records in Salesforce.com. • Present compelling value propositions that address customer pain points and demonstrate the technical superiority of the Tulip platform. • Build and maintain strong relationships with key stakeholders, including VP/C-level executives and technical decision-makers. • Collaborate with cross-functional teams (Sales Engineering, Marketing, Customer Success) to ensure customer satisfaction and successful implementations. • Stay up-to-date on industry trends and competitive landscape to effectively position Tulip's solutions.

• Act as the frontline contact for customers in need of support, and provide timely, accurate, and complete responses to inquiries. • Educate customers on the product, usage, and features. • Diagnose, troubleshoot, and resolve technical issues, working with cross-functional teams as needed. • Escalate and follow-up complex cases with key collaborators below. • Manage Support workload to provide visibility to issues and resolution status. • Continuously improve the internal support processes and tools. • Expand product documentation held in our customer-facing knowledge base. • Process business and technical information for customers and provide feedback for the developer teams. • Participate in an on-call rotation to provide occasional support during off-hours, including nights and weekends, for critical issues.

• Partner with plant-level and corporate stakeholders at a customer’s site (operators, engineers, IT, quality, operations leadership) • Lead design, build, and deployment of customer-specific Tulip solutions • Work side by side with customers and partners to implement solutions in live manufacturing environments • Deploy solutions to live production environments with minimal disruption • Integrate with shop-floor systems such as PLCs, MES/ERP, and quality systems • Work with machine data, events, and production context (orders, materials, routings) • Troubleshoot and resolve complex issues spanning software, data, and operational workflows • Serve as the technical owner for forward-deployed customer solutions • Serve as the technical authority during customer deployments • Advise on architecture, scalability, security, and reliability in regulated or high-availability environments • Document solutions and share learnings across internal teams • Communicate and work with broader customer team to strategize for success • Represent the voice of the customer to Product and Engineering teams, and collaborate to influence Product roadmap and feature design • Help generalize customer-specific solutions into reusable product capabilities • Contribute to internal process development, best practices, and cross-team collaboration

• Own the deployment, health, and continuous improvement of Tulip's multi-cloud, multi-region SaaS environments — including clusters spanning the US, Europe, and Asia • Design and evolve cloud architecture to ensure customer availability, stability, and performance as Tulip scales globally • Own and continuously improve Tulip's CI/CD infrastructure, driving toward a fully automated, human-interaction-free software delivery lifecycle • Build automation tooling and internal systems that reduce operational toil and increase developer velocity — if it can be automated, automate it • Define and maintain observability standards across Tulip's cloud environments, including metrics, alerting, logging, and distributed tracing • Proactively identify performance degradation and capacity risks before they impact customers; lead incident response and drive root cause analysis • Serve as a close partner to application engineering teams throughout the software development lifecycle, providing infrastructure guidance and support • Participate in the on-call rotation and contribute to a culture of continuous improvement through documentation, runbooks, and process iteration

• Manage a portfolio of customer accounts by monitoring their adoption, utilization and overall health of their deployment • Serve as internal customer champion • Guide customers to use Tulip as a tool to improve their operations through digitization, including recommending new use cases, tracking and communicating ROI • Act as a trusted partner to customers to ensure and manage contract renewals and support commercial expansion • Coordinate across internal teams, from Customer Support, Professional Services, Product Management, and Sales • Build and improve internal processes and content, as mechanisms to scale up and mature the Customer Success function